PRESENTATION OUTLINE
THE DEFINITIVE GUIDE
to identifying and categorizing poor
sales performers
This guide uses the findings of Brigadier General Marshall after the Vietnam War to identify the types of troops (aka sales team!)
The four categories of sales performers
The Fighters
- Committed
- Focused
- Effectively engaged
- Task orientated
The Posturers
- Focused on reputation
- Pretend commitment
- Partially engaged
- Looking to impress the leadership
Flight responders
- Not engaged in core tasks
- Committed group members
- Play more of a support role
Submitters
- Have abandoned the group
- Have abandoned the task
- Wish to leave
A typical sales team will have
Why are Posturers a problem?
As well as being the biggest group, Posturers look like the ideal group members (the fighters) but their results are hugely different
The leader who knows the difference between a fighter and a posturer is at a significant advantage
Behaviors that may indicate posturing
- Sales targets hit intermittently or not at all
- Lost sales deconstruction not done
- The posturer will make a certain number of sales (the easiest ones)
- Activities exaggerated
Want to know why Posturers get away with it and the Tactics to uncover them?
